What do you want to do?
Partner Success Story: Scottsdale Mortgage Advisors
Describe Your Business
We are a residential mortgage brokerage specializing in purchases, refinances, and reverse mortgages in both Arizona and Colorado.
What Makes You Different from Competitors
After more than 30 years in the mortgage business, I’ve found that one of the most important things we can do is take the time to educate the borrower. We start with a mortgage planning session where I walk through income, down payment options, interest rates, and loan programs so the client can see how everything fits together. Because we operate as a smaller, lean business, our interest rates also tend to be about a quarter point below market. And by doing the pre-qualification and pre-approval work upfront, we can close loans in as little as 10 business days, compared with the 30 to 45 days that is common in the industry. That can make a borrower’s offer much more competitive and may help them negotiate better pricing or concessions from the seller.
How Has Accelerent Helped Your Business
Accelerent has helped me build a strong network of trusted professionals I can confidently introduce to my clients. Because mortgage planning often leads to broader conversations about a client’s needs, I’m able to connect them with Accelerent partners in areas such as insurance, home improvement, financial planning, accounting, and estate planning. That gives me a much deeper bench of trusted resources and allows me to add value to my clients well beyond the mortgage itself.
How Much Business Have You Given During Your Time with Accelerent?
I don’t track the exact dollar amount of business I’ve referred, but a significant amount of it has gone to Accelerent partners. Many of those opportunities come through our home improvement subgroup, including insurance, flooring, painting, and contractors. There are also opportunities that come out of the mortgage planning process. If a client needs a financial advisor, accountant, CPA, or help with wills, trusts, or estate planning, I look first to trusted Accelerent partners.
How Much Business Have You Received During Your Time with Accelerent?
Accelerent has been very beneficial for my business. I haven’t measured the total amount of business received over the years, but I typically reach break-even on my annual Accelerent investment in less than six months, and quite often within the first 90 days of the year.
What Advice Do You Have for New or Prospective Accelerent Partners?
Lean in. Accelerent is a powerful organization, but you have to understand that it is a give-to-get environment. You don’t simply walk in and expect business to land in your lap. You have to earn the relationships and earn the trust of the other partners. It’s also important to stay top of mind. There are a lot of partners and a lot of opportunities, so you have to be intentional about maintaining those relationships and making sure people continue to understand who you are, what you do, and how they can help you.
Any Final Thoughts?
I believe strongly in developing relationships early. When a new partner joins, I try to be proactive about setting up a one-on-one, grabbing lunch or coffee, and learning more about their business. My approach is simple: I can’t help someone unless I understand what they do. I also believe in staying connected over time. Sometimes that means following up in 30, 60, or 90 days, or simply scheduling a short Zoom call to catch up. The goal is to understand what’s happening in their business so I can keep them in mind when I’m talking with clients and identifying potential referral opportunities.
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